Home Shows & Selling Homes

Just Being at Home Shows, Doesnt Mean Youll Make SalesThu 11/23/06 06:23:07 am by Jerry Rouleau

Home Show Selling:Making your Home Shows Payoff $$$$: Dont spend the money going to a home show unless you learn the difference between just being at a Home Show and Home Show Success. Learn the various techniques that will produce leads and sales. Some people exhibit at home shows to do business, and others go to get a feel on how business is. There is a system and technique, on how to exhibit and work home shows.

Proper Marketing & Planning:Home Show season is around the corner. Within the next couple of months, millions of consumers around the country will be attending a Home Show. Home Shows, fairs and specialty shows are an excellent way to get exposure, recognition, and to generate leads. No matter how many people attend Home Shows, sales success will only happen if you do proper planning. Proper planning will ensure that you get the most for your money and time.

Pre-Planning: Just because a Home Show is being conducted in your market area and your competition will be there, it doesnt mean its the right thing for your business. Before planning and scheduling a Home Show, you should ask yourself a few questions like: What are your goals and objectives for the show? Who is your target market?

Is it Right or Wrong for You? Why are you planning on exhibiting at the show? If you say: we are always there, and our competition is there, those are the wrong reasons. If you cant come up with better reasons, you should reconsider. There are many other ways for you to spend money to attract leads for your business. On the other hand, if you say youre planning to go to the show - to meet qualified customers, to make sales, to build company image, to create leads, and/or to promote new products, then these are some of the right reasons for exhibiting. Due to the large investment of time and money, you need to have clear objectives and goals.

Manpower: If you have made it this far, that is great, but you still have some more questions to answer before you decide if this is right for you. Who will work the booth? Is adequate staffing available? What are the show hours? What kind of training do individuals have who will be working the show? How qualified are they? Are they outgoing and personable?

General manpower requirements for home shows are two people for every 80 sq. ft. The reason why staffing requirement is so critical is based on consumer behavior at shows. Studies have shown that of all the people who might stop and talk with you at your booth, 20% of the people will not wait to talk to a company representative if they are busy, 15% will only wait 30 seconds, 40% will wait 1 minute and 25% will wait 3 minutes. Whats the consumers reasoning behind this? The consumer who might have an interest in your

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